Free Practice Questions for CIPS L5M15 Exam

Question 1

Which of the following could be considered a Pull-style influencing/negotiation tactic? Select TWO.

ARationalising

BAsserting

CInspiring

DNegotiating

Correct Answer: C. Inspiring; D. Negotiating

Explanation:

Pull tactics engage, involve, and motivate others (e.g., inspiring with vision, inviting joint problem-solving, exploring interests). Push tactics rely on directing, arguing, or asserting with facts and logic. Thus ''inspiring'' and ''negotiating'' are pull; ''rationalising'' and ''asserting'' are push.

Question 2

Rationalising is the use of logic, facts, and reason in a negotiation. This is a pull style of influencing. Is this correct?

AYes -- rationalising is an inspirational technique.

BYes -- rationalising influences outcomes by uniting others.

CNo -- rationalising is a push technique which relies on persuasion and leverage.

DNo -- rationalisation relies on personal confidence.

Correct Answer: C. No -- rationalising is a push technique which relies on persuasion and leverage.

Explanation:

Rationalising belongs to the push influencing style. It uses logic, facts, and evidence to convince others, leveraging authority or data. It contrasts with pull techniques such as inspiring and consulting, which engage others collaboratively.

Question 3

When might crowdsourcing be useful in a negotiation?

AResearching a supplier

BDuring the negotiation, to gain better insight

CDeciding on final prices

DAssessing the other party's BATNA

Correct Answer: A. Researching a supplier

Explanation:

In CIPS terms, crowdsourcing means collecting information or opinions from a large group via digital platforms. It can be useful for researching suppliers, validating performance, and benchmarking reputations before negotiations.

Question 4

TYD is a furniture manufacturer with various customers. One of them is considered a ''nuisance customer.'' What approach should TYD take with this customer?

AExploit

BPartner

CMinimise input

DDevelop relationship

Correct Answer: C. Minimise input

Explanation:

''Nuisance'' customers in the Supplier Preferencing Matrix are low-value and low-attractiveness accounts. The recommended strategy is to minimise investment of time and resources---maintaining transactional efficiency but avoiding over-engagement.

Question 5

Georgia is entering into a negotiation with a supplier she knows well. Her manager asks that she ''frame the agenda'' at the beginning of the meeting. What does this mean?

AState the agenda first and do not deviate from it.

BExplain the purpose of the meeting at the beginning.

CUse a persuasive style of negotiation.

DShift the focus of the meeting in a certain direction.

Correct Answer: D. Shift the focus of the meeting in a certain direction.

Explanation:

''Framing'' means shaping how issues and proposals are perceived and interpreted. In negotiation, framing the agenda involves influencing focus and direction early in the discussion, ensuring that key topics are viewed from a preferred perspective. It helps establish a positive or strategic tone for dialogue.

Question 6

Haggling and coercive behaviour can lead to a win--win outcome in a negotiation. Is this true?

AYes -- both parties achieve their objectives.

BYes -- this is the most effective way to ensure a win--win outcome.

CNo -- a win--win outcome requires both parties to achieve their objectives through a value-creating approach.

DNo -- haggling and coercive behaviour can only lead to a lose--lose outcome.

Correct Answer: C. No -- a win--win outcome requires both parties to achieve their objectives through a value-creating approach.

Explanation:

A true win--win outcome arises when negotiators expand value and align interests so both sides achieve key objectives. Coercion/hard haggling is typically distributive and value-claiming, which risks damaging trust and typically does not create the integrative trades needed for win--win agreements.

Question 7

Mohammed is a Procurement Manager who believes push influencing techniques are the most effective for securing low prices. Is this correct?

AYes -- you should always use a push technique when discussing price.

BYes -- push techniques show power whereas pull techniques show weakness.

CNo -- Mohammed can also use pull techniques, which may help build trust.

DNo -- Mohammed should always use pull techniques instead of push.

Correct Answer: C. No -- Mohammed can also use pull techniques, which may help build trust.

Explanation:

Effective negotiators adapt between push and pull styles depending on context. While push techniques (assertion, logic) can help when cost pressure is key, pull techniques (consulting, inspiring) strengthen relationships and trust---vital for long-term supplier collaboration.

Question 8

Explaining the benefit of an option is a soft tactic often used in negotiations. What is this commonly known as?

AInspirational appeal

BConsultation

CIngratiation

DApprising

Correct Answer: D. Apprising

Explanation:

''Apprising'' means spelling out how a proposal benefits the other party (e.g., efficiencies, cost savings, risk reduction). It's a classic soft, pull-style tactic that aims to increase willingness by linking options to the counterpart's interests.

Question 9

When assessing risks of a potential negotiation, you should mitigate all risks found. Is this the correct approach?

AYes -- there should be no risks in a negotiation.

BYes -- all risks should be removed before negotiation.

CNo -- some risks should be tracked and accepted.

DNo -- all risks should be monitored but not mitigated.

Correct Answer: C. No -- some risks should be tracked and accepted.

Explanation:

CIPS emphasises proportionate risk management. Low-impact/low-probability risks should be monitored or accepted, while high-impact or high-probability risks should be mitigated or eliminated. Attempting to remove all risks wastes resources.

Question 10

Principled Negotiation is an approach that attempts to achieve what outcome?

AWin--win

BWin--lose

CThe other party concedes on all items

DThe quickest outcome

Correct Answer: A. Win--win

Explanation:

Principled (interest-based) negotiation aims to create value and reach mutual gain by separating people from problems, focusing on interests, generating options, and applying objective criteria---hallmarks of win--win.